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&

Strategy Meeting

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Meeting Agenda

1. Brief Overview of C&B Services

2. Employee Benefit consulting

3. Risk Management (RMA and Captives)

4. Private Client Group

5. Pay as You Go Workers’ Compensation

6. Open Discussion

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Cottingham & Butler Employee Benefit Consulting

Presented by:

Nicole PfeifferJane Mueller

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What we do

• Cottingham & Butler is committed to providing top-notch employee benefits solutions to companies across all industries.

• Client Size• Industry Targets• Geographic Reach

• Our experienced consultants provide thoughtful and innovative employee benefit strategies built to meet the needs of each client.

• Medical Plans – Self-funded, Fully Insured, HRAs, HSAs • Group Plans – Medical, Dental, Vision, STD, LTD, Life• Voluntary Benefits – Life, AD&D, Long Term Care, Worksite• Retirement Benefits – 401(k) plans, Profit Sharing• Services – Flex, COBRA, FLM, Eligibility Audits, Call Center, Managed Care

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Brokerage Services Offered

• Strategic Benefit Planning- consulting on short and long term strategies tailored to client needs

• Comprehensive Compliance Resources – federal and state legislative changes• Wellness Strategies – Accountability based wellness, Goal setting, HRAs,

coaching, programming, communication, reporting• Employer and Employee Education & Communication – HR document portal,

employee intranet site, in-person presentations, webinars, handbooks, enrollment guides

• Reporting & Tools – monthly reporting, plan benchmarking, plan analysis• Experienced and Credentialed Team – professionals with advanced degrees and

designations• Fee Disclosure – transparent and flexible

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How is Your Employee Benefit Plan Performing?

• Are you in need of a second opinion on your employee benefit offering? • We have partnered with a firm that helps businesses improve their bottom line with

consultative employee benefit advice, Cottingham & Butler a national top 40 insurance broker

Does your business…• Have annual employee health plan costs

over $10,000 per year? • Have employee health plan with

participation rates over 80% or under 50%? • Have large populations of part-time or

seasonal employees? • Have more than 100 employees on a fully

insured health plan? • Have a PPO network where nearly all

providers are in-network? • Know for certain that all of your plan’s

dependents are eligible plan members?

Is your current broker providing you with…

• Strategies to reduce health plan costs beyond cost sharing – beyond just raising deductibles and out of pocket maxes?

• Ongoing communication and plan strategies to comply with health care reform mandates?

• Benchmark and reporting packages to help you make decisions?

• Broad based advice on multiple funding mechanisms?

• Consultative advice that justifies the fee?

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Are you leaving thousands on the table? Tax Credit Solution

• Many federal and state employment tax credits are available to businesses, yet millions go unclaimed

• Many credits start at $2,400/qualified employee and go up

Are you in the following industry? • Manufacturing• Restaurants• Casinos• Staffing• Call Centers• Convenience Stores• Health Care• Hospitality• Distribution• Retail

Does your business…• Have low paying jobs (less than $12/hour)• Have high employee turnover and do lots of hiring• Not currently have a process for recouping employment

tax credits• Hire veterans• Have an HR staff that is too busy to manage tax credits • Expanding and relocating• Looking to improve your bottom line

• Are you currently taking advantage of tax credits? You may need a partner to help you apply and recoup these dollars

• We have partnered with a firm that helps businesses increase their bottom line with tax credits, Honkamp Krueger & Co, a top 100 CPA and business consulting firm

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If you are like most, you’re frustrated with your Payroll System• Executives often find themselves frustrated, disappointed or dissatisfied with their payroll function• Companies that handle payroll in-house often worry about the threat of tax penalties, the burdens it

places on management time and the expenses associated with technology upkeep• Companies that outsource the function typically have limited access to payroll and HR information,

suffer hidden costs, and must file their payroll on their provider’s rigid schedule.

Is your business…• A single payroll run of 50 to 500

employees • A large, multi-unit organization• Privately owned• In the following industry: restaurant,

health care, convenience stores, call centers, staffing manufacturing, hospitality, distribution, retail, financial, transportation, professional services or casinos

Does your business…• Use multiple systems for payroll & HR management• Have outdated technology ( 5+ years old)• Have managers and employees that can’t get the

information they need• Have to duplicate data entry and reporting HR processes• Want to empower your staff with online paystubs, W2s,

and employee self-service• Get frustrated with your current payroll provider

• Considering the ongoing headaches associated payroll processing, many company leaders are seeking new alternatives

• We have partnered with a firm that helps businesses outsource their payroll services, Honkamp Krueger & Co, a top 100 CPA and business consulting firm

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Next Steps

Contact Jane Mueller & Nicole Pfeiffer with employee benefit prospects:

Jane Mueller | Vice President Employee Benefits 563-587-5263 | jmueller@cottinghambutler.com

Nicole Pfeiffer | Vice President Employee Benefits563-587-5208 | npfeiffer@cottinghambutler.com

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Cottingham & Butler

Risk Management Assessment

Captives

VIP Client Services

-Brad Plummer

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Risk Management Assessment

• Rather than a one-size-fits-all approach, our proprietary Risk Management Assessment (RMA) process provides a complete roadmap for optimizing each client’s unique insurance program across coverage, risk transfer options, claims management, and loss prevention.

• Program Design - is your program the best for you?• Coverage Review – what is really in those policies?• Claims Analysis – what is driving direct and indirect

costs?• Safety Assessment – preventing claims from occurring in

the first place?• Risk Management – how good is your Risk Management

functions and processes?• Contact: Jeffrey Bair, Risk Management Sales Executive

563-587-5138, jbair@cottinghambutler.com

ISSUE: Bought flood insurance for10 years but policy contained aflood exclusionOUTCOME: $25 million exposurecorrected!

ISSUE: Business Interruption andExtra Expense were underCalculatedOUTCOME: $32 million exposurecorrected!

ACTION: Closed $142,000 in openworkers compensation reservesRESULT: Saved $43,000 in premiumcosts & recovered an extra 11% inpremium savings

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Member Owned Group Captives Advantage

• Clients Currently Paying Guaranteed Cost

• Captive Program

Premium paid is all fixed cost. Limited opportunity to reduce the insurance

spend.

40-49% in fixed costs. Leaving an opportunity to

get anywhere from 51-60% of the premium back

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Captive Expertise

• C&B has been providing captive solutions since 1993

• Over 150 captive clients

• Over $80,000,000 of dividends returned to our clients

• Most brokers don’t know how captives work and the

appropriate way to set them up

• We suggest a seminar specifically for HK partners &

managers on member owned group captives

• After seminar we can determine whether or not you would

like us to perform a webinar/seminar for your clients.

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VIP Client Group Personal Insurance

• Independent Agency Focusing on unique needs of VIP Clients

• Thorough Review of Exposure and Current Coverage

• Exceptional Service Commitment• Contact: John Van Dyke, Vice President

563-587-5461, jvandyke@cottinghambutler.com

CONSIDER THIS:Are you relying on basic

traditional insurance to protectyour growing needs?

60% of homes across the country

are currently underinsured. Is your

coverage enough protection torebuild your home?

Million dollar law settlementsare on the rise. Could you be aneasy target for a big settlement?

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Cottingham & Butler

Pay as You Go Worker’s Compensation

-Matt Murray

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Suggested Changes to Our Approach

• Take a mass marketing approach. The

success of PayGo will need to by much

more transactional than the previous

topics.

• Target companies from 2 to 50

employees.

• Honkamp could sends out a letter to

introduce the partnership between HK

and C&B. The letter would only collect

basic information.

• Once the data is collected, would follow

specific date schedule and follow up

with all clients 90 days prior to renewal.

January When February When March WhenDevelop letter introducing the partnership to send to all HKP clients from 2-50 employees.

1/23 Send letter to HKP clients from 2-50 employees. Target response date of 3/1.

2/1 Follow up on all letter to determine x-date and carrier.

3/1

Enter all carrier and expiration date into a database.

3/15

Email from HK goes to all June renewals. States that C&B will be following up.

3/15

Gather all June prospect underwriting information.

3/30

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Pay as You Go Questions

• Has your client ever had issues with a 25% down payment?

• Have they ever experienced audit issues? Paid too much

premium or not enough?

• Would having the actual premium deducted versus their best

guess help their cash flow? Instead of hoping estimates are

correct and waiting to get money back at the end of the year?

• Do they have any workers’ compensation issues? Claims note

handled the way they would like? Carrier issues?

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Discussion: Strategy to Drive Business

• Cottingham & Butler is willing to provide any

additional resources and marketing tools to

help drive the referral process

• We are interested in knowing what we can do

to help our joint success

Ideas: • Webinars• Seminars• Small group meetings/luncheons• Calling Scripts• Letters• One page sell sheets• PPT templates

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Questions & Wrap Up